How often should you run a sales meeting and how long should they last?

There are different kinds of Insurance Sales Meetings:

1. Town Hall meeting, where the Agency Owner calls in all the troops and gives the Town Hall speech and gets some questions from the crowd. It's not really a sales meeting; it’s a communications meeting, but since sales people are there it gets thrown in with it.
2. Spreadsheet liars’ club meeting; where the spreadsheets are pulled out and producers are asked about the accounts in their pipeline and potential to close.
3. Flavor of the month sales meeting, where a new book is handed out to all producers to read and study. Over the next several weeks chapters will be discussed; this is more of a training session, not really a sales meeting.
4. Swat Team meeting; designed to eliminate the incumbent on the upcoming call that a producer has scheduled.

How often and for how long?

• >> Town Hall meetings, probably once a quarter.
• >> Spreadsheet liars club meetings; it's good to have accountability, but they are called a liars club meeting for a reason.
• >> Flavor of the month ‘book review' is perfect, monthly for about 60 minutes.

But, the most impactful meeting of them all is the SWAT Team meeting, we have our own term for that same type of meeting, call it a CRISP Sales Meeting. It should happen weekly if you have a lot of new producers. And Bi-weekly if you have only mature producers.

Before you can really answer this question, you have to go back to the philosophy of the agency? Is your agency already a high-growth agency? If not, do you desire to get to the point where you are writing lots of new business and aiming to expand your ability to write bigger accounts?

If yes, then CRISP Sales Meetings are very impactful and do a lot towards helping producers improve their ability to win business and you should conduct them in small groups, about 7 producers at least twice a month for 90 minutes each.

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